How to Grow in a Down Economy: Lessons From Starting My Career in 2007
How a Recession Became the Best Sales Training I Could Have Asked For
🎓 July 2007.
As a new grad, I was excited to begin my career. I had just landed a good-paying job with SkillSoft as a Lead Generation Representative, and I was ready to build a life and finally earn some real money.
Little did I know…
By the fall of 2007, the bottom would fall out of the economy — and no one was thinking about professional development. They were thinking about survival.
And yet, somehow, while the world was focused on everything going wrong, I managed to build a successful and rewarding career — one cold call at a time.
You see, as a new grad, I didn’t have any expectations — no “normal” or baseline to compare to. I had a clean slate and a chance to define success on my own terms, in a world that was already shifting beneath my feet.
During my time at SkillSoft, I became one of the top-performing lead generation representatives, was promoted to manager, and eventually took over a full sales territory — all within two years.
Some may call it crazy, but looking back, those early years shaped me into the person I am today. It was just me, a headset, a call list, and a New York/New Jersey territory full of companies that weren’t exactly prioritizing “training solutions” in a collapsing economy.
What That Season Taught Me (and What It Can Teach You Now)
Because let’s face it — today’s economy isn’t feeling much different. And we may be navigating a softer economic environment for the next few years.
While many are cutting back, blaming external forces, or waiting for the “perfect” time to start, I want to offer a different perspective:
What if this is your time to thrive?
There are opportunities for growth in a down economy — if you choose to accept them. The choice is yours.
Here are 12 practical lessons I learned during the 2007 recession that helped me grow — not just in sales, but in self-leadership, strategy, and resilience. And truthfully? They continue to shape who I am today.
📌 Jump To A Lesson
1. Mindset vs Market Conditions
2. You Are The Creator of Opportunity
3. People Still Buy — But You Can’t Sell the Same Way
6. Invest in Yourself and Your Team
9. Tough Times Don’t Last — Tough People Do
10 Lessons That Will Help You Grow — Even in a Down Economy
1. Mindset vs Market Conditions 🧠
Is the glass half full or half empty? That’s up to you — because how you choose to see the world shapes the world you experience.
If you focus on everything outside of your control — the headlines, the economy, the noise — you’ll stall out fast. But if you focus inward, on what you can influence, everything changes.
Success in any economy starts with getting your head right.
Focus on what you can control: how you show up, the actions you take, and above all, the consistency you bring.
Discipline beats conditions. Belief builds momentum.
The market doesn’t decide how far you go — you do.
2. You Are The Creator of Opportunity 🚪
Opportunities are still everywhere — they just look different.
They don’t show up at your door waving a flag that says, “Hey, I’m your next big break.”
I was once told, “You can’t see the label from inside the bottle.”
And that stuck with me.
Sometimes your job is to help others see what they can’t — the possibility, the shift, the opportunity right in front of them.
That’s how you create value. That’s how you create your own economy.
While others are waiting for something to change — or for an opportunity to arrive on a silver platter — you’re building momentum.
Order takers won’t survive in a slow economy.
But opportunity creators? They’ll thrive.
You’re not waiting for opportunity — you’re making it.
You are the creator of opportunity.
3. People Still Buy — But You Can’t Sell the Same Way 🧾
I’ve always believed that people love to buy — but they hate being sold.
And guess what? That doesn’t change in a slower economy.
People still buy. But they do it more cautiously, more intentionally, and often on a longer timeline.
Your job isn’t to pressure, convince, or pitch louder — your job is to guide.
You need to understand what matters most to your buyer. What’s driving them? What’s in it for them (WIIFM)?
You won’t win on features and benefits alone — not now.
You win by clearly showing how your offer solves their problem — real or perceived.
Because people and businesses will always find the budget for a meaningful solution.
And in a slower economy, your messaging matters more than ever.
It’s not just what you sell — it’s how clearly and confidently you communicate its value.
In a down economy, you’re no longer just a salesperson.
You’re a trusted advisor. A guide. A professional problem-solver.
And when you shift into that role — you build trust, shorten the distance to a yes, and become someone worth paying attention to.
4. It’s Still a Numbers Game ＄
I hate to break it to you — but part of sales success will always come down to the numbers.
The more offers you make, the more “luck” you’ll have.
In a slower economy, you need to know your numbers more than ever.
How many contacts does it take to close one sale?
What’s your most profitable offer?
What’s your ascension model — and how does it connect to your lifetime customer value?
How many brand interactions does it take before someone becomes a lead… or a client?
How much of your revenue comes from repeat business versus new?
If you can’t answer these questions, it’s time to get serious about your business.
Because if you don’t know your numbers, you’re leaving your success to chance — in any economy.
5. Work Smarter, Not Harder 🤖
You’ve heard it before — work smarter, not harder. But what does that really mean in a soft economy?
It means doubling down on what you do best, and focusing on the 5% of activities that drive 95% of your results.
If you’re in a sales role, this means more conversations with buyers.
More prospecting. More discovery. More presentations. More asking for the business.
If you’re selling through online channels, this means spending more time crafting compelling messaging, improving your campaign performance, and optimizing your sales engine using data.
And here’s the game-changer:
We now have access to a competitive advantage that didn’t exist in 2007 — the power of AI.
AI won’t replace great salespeople, killer copywriters, or brilliant strategists.
But it will make all of us more effective — by handling the 95% of repetitive tasks that don’t directly drive revenue.
Workflows, admin, automation, content outlines, research — let the machines do what they do best.
Then double down on what only you can do.
This is what it means to work smarter — and thrive without burning out.
6. Invest in Yourself and Your Team 📚
When things get tough, the first instinct is often to pull back, tighten the belt, and try to do more with less. I get it — uncertain times create fear.
But leading with a scarcity mindset won’t help you (or your team) succeed.
I’m not saying go wild with spending. I’m saying: make smart, strategic investments in the people and systems that drive performance.
Coaching. Training. Tools that reinforce your fundamentals. These are the things that separate those who survive from those who actually grow during slow seasons.
You don’t need the next fast-talking, “make a million dollars this year” gimmick.
You need the foundations:
To connect. To serve. To lead.
That’s what separates the steady from the exceptional.
7. Leadership Sets the Tone 🫵🏼
Your team and your clients mirror your energy.
If you’re showing up from a place of fear, tension, or self-doubt — they’ll feel it.
And when people feel uncertainty from their leader, they won’t trust your direction. That mistrust will eventually show up in your results.
But when you lead from a place of clarity, confidence, and service — whether you’re leading a team or leading your clients — everything changes.
(Yes, if you're in sales, you're in a leadership role with your customers.)
Leadership doesn’t mean pretending everything is fine.
It means showing up with:
Strong listening skills
Empathy
Problem-solving
Relationship-building
And the ability to guide others through uncertainty — even when you feel it too
Because true leadership isn’t about having all the answers.
It’s about being the kind of presence people can trust, follow, and grow with.
8. Persistence Pays 📞
Rejection is one of the hardest — and most deflating — parts of being in sales.
It’s also one of the most common fears I hear:
“But what if they say no?”
Here’s the truth: they probably will.
Especially at the beginning.
But it’s not personal.
People are busy. People are distracted. Sometimes the timing just isn’t right.
Your job isn’t to take the “no” personally — your job is to reframe it.
When I worked a territory in New York and New Jersey, I heard a lot of no’s. And a few other choice words.
At first, I took it personally. But then I learned to reframe it:
“It’s not a no forever — it’s a no for now.”
(Unless someone tells you explicitly to never reach out again — don’t assume the door is closed.)
Some of my best opportunities rose from the ashes of a “no.”
Because I followed up. I stayed present. I didn’t disappear. I lead with service.
Professional persistence pays.
And it’s the difference between the ones who get remembered — and the ones who quietly give up after the first rejection.
9. Tough Times Don’t Last — Tough People Do 💪🏼
I’m living proof.
I’ve been through recessions, life challenges, and family loss — and guess what?
I’m still standing.
And I’m stronger because of it.
You’ve probably heard the saying:
“Tough times don’t last, but tough people do.”
It’s a cliché for a reason — because it’s true.
Resilience is a muscle.
And in sales, that muscle gets worked every single day.
It looks like:
Making the calls when you'd rather organize your desk
Staying consistent on LinkedIn when you'd rather cut out early and enjoy the sun
Choosing to study or sharpen your pitch when Netflix is calling
Resilience isn't a tagline — it’s a decision.
One you make daily, in the small, often uncomfortable moments.
Because when you build resilience in hard times, you’ll be miles ahead when the good times return.
10. Have Fun 🥳
All work and no play makes for a pretty miserable life.
Yes — in a slower economy, you might have to put in a little more effort. But don’t forget to have fun while you’re doing it.
Business and sales don’t have to be so serious. People buy from people — so loosen up. Crack a joke. Make it human. Have a laugh and connect. That’s where the magic happens.
And when you win — even a small win — celebrate it.
It’s easy to say, “I’ll celebrate when I hit …,” but that only delays the joy of today.
You might never get that moment back, so reward yourself and celebrate often.
Joy is fuel.
Don’t forget to laugh, play, and bring your full self into the journey.
The Choice Is Yours
No one is denying the economy is shifting — but this is still an opportunity for growth, even when the media says otherwise.
You’ve just read ten lessons that helped me grow through one of the most challenging economic periods of my career. These aren’t just theories — they’re field-tested habits, mindsets, and shifts that still guide how I continue to show up today.
You can spend the next few years shrinking and waiting…
Or you can use this season to sharpen your skills, double down on service, and become the version of you who thrives in any environment.
Because in the end, it’s not just about external conditions — it’s about the choices you make when things get hard.
Choose to grow. Or choose to surrender to the circumstances.
The choice is yours.
